Head Business Development

Topsource Infotech Solutions; Kalyani Nagar; On-site; INR 2,000,000 - 3,200,000; Full time

Job summary

TopSource is seeking a BDR Manager to lead and develop a 12–15 strong BDR team based in Pune, overseeing EOR, Global Payroll, and India Payroll service lines.

The role is hands-on, focusing on coaching, performance management, and a data-driven approach using HubSpot to monitor activity, set KPIs, and improve conversion at every stage. Must be based in Pune or willing to commute at least 3 days a week.

Qualifications

• Strong sales or BDR experience with team leadership.
• Ability to coach and develop team through training.
• Data-driven mindset using CRM/pipeline data.
• Track record of meeting opportunity/pipeline targets.
• Excellent communication and people management.
• Based in Pune or able to commute 3 days a week.

Responsibilities

• Lead and develop a 12‑15 BDR team in Pune.
• Create development plans to grow BDR skills and career paths.
• Balance coaching with accountability through training and motivation.
• Set and manage KPIs based on growth and opportunity quality.
• Use CRM data to identify trends and improve conversion.
• Monitor activity and pipeline metrics in HubSpot.
• Collaborate with Marketing and Sales on targeting and qualification.
• Own recruitment, onboarding, and ramp planning for new BDRs.
• Conduct 1:1s, call reviews, and regular team training.
• Report performance and pipeline to senior leadership.

Skills

BDR leadership

Coaching & development

Data-driven mindset

CRM data analysis

HubSpot proficiency

Tools

HubSpot

Job description

Role Overview:

TopSource is looking for a BDR Manager to lead and develop a team of 12 - 15 Business Development Representatives based in our Pune office. This is a hands-on leadership role for someone who can build a high-performing, data-driven BDR function that consistently generates a strong volume of qualified opportunities across our EOR, Global Payroll, and India Payroll service lines.

You will be responsible for the day-to-day coaching, motivation, and performance management of the team, using a data-driven approach to identify what's working, replicate it, and fix what isn't. You'll need to be equally comfortable developing people through training and encouragement as you are holding them accountable to clear standards.

Role & responsibilities

• Manage, coach, and develop a team of 1215 BDRs based in Pune, acting as their day-to-day people leader.
• Build individual and team development plans that grow each BDR's skills, confidence, and career progression over time.
• Lead with a strong balance of encouragement and accountability: invest heavily in training, coaching, and motivation, while also holding team members to clear performance standards.
• Set and manage KPIs based on: the professional growth and development of team members, the number of opportunities each BDR creates, and the quality of those opportunities.
• Take a rigorous, data-driven approach to team performance and growth, using CRM and pipeline data to identify trends, coach individuals, and continuously improve conversion at each stage of the process.
• Monitor call activity, pipeline metrics, and opportunity quality in HubSpot, translating data into targeted coaching actions.
• Partner with Marketing and Sales leadership to align BDR targeting, messaging, and qualification criteria with wider demand generation strategy.
• Own recruitment, onboarding, and ramp planning for new BDRs as the team scales.
• Run regular 1:1s, call reviews, and team training sessions, using real call and pipeline data to sharpen technique.
• Report on team performance, pipeline contribution, and opportunity quality to senior leadership.

What you'll bring:

• Strong sales or BDR experience, ideally including prior experience managing or team-leading a BDR/SDR function.
• A genuine ability to coach and develop people someone who leads primarily through training, encouragement.
• A data-driven mindset: comfortable working with CRM and pipeline data to diagnose problems, set targets, and track team and individual performance.
• A track record of hitting or exceeding opportunity creation and pipeline quality targets.
• Excellent communication and people-management skills, with the ability to motivate a large team through change and growth.
• Must be based in Pune or able to commute at least 3 days a week